Sales Development Representative (MENA region)

At JetBrains we create intelligent tools that help developers work smarter. Ever since we started, back in 2000, we have been striving to make the strongest, most effectie developer tools on earth. By automating routine checks and corrections, our tools speed up production, freeing developers to grow, discover, and create. More than 15 million users consistently choose our tools, and 88 Fortune Global Top 100 companies are our valued customers.

The Sales Development Representative (SDR) role is a foundational, high-impact position focused on market development, early customer engagement, and opportunity creation. The Sales Development Representative plays a critical role in driving top-of-funnel growth across MENA. This role is responsible for identifying, engaging, and qualifying prospective customers through inbound and outbound prospecting. By uncovering client needs, educating prospects, and generating qualified opportunities, the SDR directly contributes to pipeline development and overall revenue performance. The position requires strong communication skills, curiosity, and the ability to operate in a fast-paced, high-growth environment. Ability to travel to the MENA region frequently for customer events, conferences and other activities.

In this role, you will:

• Develop new markets and early-stage opportunities

• Engage B2B customers in your segment without assigned KAM coverage through tailored cold outreach, relationship management and networking

• Manage the entire sales cycle from prospecting to closing deals.

• Focus on smaller accounts, and under-penetrated customer segments in MENA Generate new business opportunities through inbound and outbound prospecting, including email, phone, social channels, events, and campaigns.

• Partner with marketing and business development to generate and close inbound leads

• Engage existing customers as needed to identify cross-sell or expansion opportunities across a defined segment or product (as applicable to the team).

• Build familiarity and trust with technical and business stakeholders.

• Drive pipeline through activity and engagement

• Execute outbound and inbound engagement across email, calls, LinkedIn, and campaigns.

• Excel in managing inbound leads, ensuring a swift and personalized response to inquiries, scheduled discovery calls and follow-ups. TCold outreach as a cornerstone of SDR strategy for creating new opportunities and meeting Qualitative and Quantitative KPIs.

• The process involves:

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• Targeted List Building: Identifying and segmenting potential prospects based on industry, demographics, and management guidelines

• Personalized Messaging: Crafting tailored outreach sequences using SalesForce that resonate with the prospect's pain points, demonstrating a clear understanding of their business challenges.

• Multi-Channel Approach: Deploying a mix of communication channels, including email, linkedin, phone calls, and social media, to maximize outreach effectiveness.

• Nurture accounts over time, maintaining momentum until they are ready for deeper sales engagement.

• Participate in webinars, events, local conferences and community initiatives as part of coordinated outreach.

• Keep CRM data accurate, structured, and up to date.

• Track activities, engagement signals, and qualification outcomes consistently through:

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• Constant refinement and improvement of strategies. This involves:

• Metrics Analysis: Regularly analyzing key performance indicators (KPIs) such as response rates, demos scheduled, conversion rates, and pipeline progression to identify areas for improvement.

• Training and Development: Participate in ongoing training, coaching, and skill development.

• Partner with Sales, Marketing, Business Development and other teams to continuously refine lead-generation processes, messaging, and workflow improvements.

How success is measured

Success in this role is primarily driven by activity and quality of engagement, including:

• Consistent, high-quality outreach and follow-up in numbers

• Achieve or exceed monthly and quarterly targets for qualified meetings, Sales Qualified Opportunities, pipeline contribution and revenue.

We’d love to hear from you if you have:

• Experience in Sales Development, Business Development, or a customer-facing role in IT with a proven track record of meeting or exceeding activity and pipeline-generation targets.

• Ability to work effectively in a fast-paced, remote-friendly environment

• Competent communication skills and comfort engaging with technical audiences across multiple channels. Excellent written communication skills, including the ability to craft compelling outreach messages and campaign sequences.

• Highly organized, self-motivated, and able to manage multiple priorities and outreach activities simultaneously.

• Entrepreneurial mindset with a growth orientation; adaptable to changes in process, product, or market focus.Curiosity about customer problems and motivation to learn JetBrains products.

• Familiarity of working with targets that are primarily activity- and engagement-based.

• Experience with CRM systems (Salesforce preferred) and modern sales tooling.

• Experience in DevOps, Distribution or high-growth startup environments is beneficial but not required.

• Fluent English is a must for this role; additional languages (Arabic) are a plus.

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